Sales Goal Planning for 2014 Made Easy: The Top-Down Approach

Learn how taking a top-down approach will help you excel in your 2014 sales goal planning.

Hey, Sales Management: It’s that time of the year when you’re meeting with senior leadership to map out what your goals will be for next year.

Your revenue goal has most likely increased from last year, and you are probably starting to sweat.

“HOW THE HELL AM I GOING TO HIT THAT NUMBER?”

Well, friends, it’s time to take a deep breath and start working your way backwards. Remember, this is all a numbers game.

Hopefully this year, you’ve been encouraging your team to track everything in your CRM: calls, conversations, appointments, opportunities, stages of the buying cycle, etc. If you have that data and know your conversions, then your sales goal planning for 2014 will be a breeze. Here is a template to help you wrap your head around what you will need to improve upon next year in order to hit your new (and quite daunting) revenue target.

I hope this helps. If you have any questions about sales goal planning, feel free to ask them below in the comments.

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Devon McDonald is the OpenView Labs Director of Sales and Marketing. She is responsible for working directly with key stakeholders within OpenView’s portfolio to provide strategic guidance in the areas of sales, marketing, and operational support.

Glenn

Can you explain how you define “Conversation” in the context above. Are you saying that out of every 100 calls, you should have 14 conversations??

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